There's a new Manager View in Bookbuilder, which gives sales managers access to reporting to see how their team is creating pipeline and where each rep might need support. It's a powerful new tool to help frontline managers provide more targeted coaching and better understand pipeline creation.
That includes:
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Top-of-funnel pipeline metrics overview
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Rep leaderboard
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Individual rep analysis
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Account-level engagement detail
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Segmented account views
Improved pipeline visibility
The new reporting provides clear, real-time insight into how pipeline is being created and by whom. It solves a major challenge of tracking week-over-week pipeline changes and progress towards targets.
They get aggregate metrics to evaluate team performance, including
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Total opps created
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Pipeline generated
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Opp creation rate (efficiency of converting accounts into opportunities, calculated as number of accounts engaged divided by opps created in a specific time frame)
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Average opps per rep
Actionable 1:1 coaching
Managers now have access to specific data for meaningful conversations with their teams with detailed information on every sales rep's account activity and opp creation. This information helps managers answer questions like:
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Who’s engaging their accounts effectively?
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Who’s multi-threading?
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Who’s creating pipeline but not converting (or vice versa)?
- Which high-potential accounts are going unworked?
This shifts coaching from a tactical conversation focused on improving activities to strategic discussion about improving engagement and coverage.
Support for strategic plays
Managers can also access segment coverage reports that include pipeline creation analytics focused on a specific segment of accounts or reps. Managers can filter based on account attributes (e.g., industry, account score or market segment), track how reps are performing within a specific ICP or campaign play, and are useful for reviewing performance in focused initiatives or plays.
These new Manager View reports are available in Bookbuilder, our dynamic books software. Talk to us if you want a demo or to set up a POC with your team.
